Richard Poolman

I help AI and SaaS scale-ups win enterprise markets in Europe by clarifying their category, sharpening their go-to-market and activating partner ecosystems.

Boards benefit from my 25+ years building and scaling enterprise sales organisations at companies such as Snowflake, ServiceNow, Tanium and Quantexa.

I bring an external market perspective, strong enterprise networks across Europe and a practical focus on turning strategy into revenue.

I help AI, data and cybersecurity companies successfully enter and scale across Europe and EMEA, with particularly strong networks in the Benelux and Nordics.

Over the past 25+ years I have built and led enterprise sales organisations and partner ecosystems across Europe for companies such as Snowflake, ServiceNow, Tanium and Quantexa. Much of this work involved helping high-growth US scale-ups establish their first enterprise footprint in Europe.

Many startups and scale-ups struggle not because of their technology, but because their category positioning and market narrative are unclear. When this happens, go-to-market execution becomes fragmented, enterprise buyers hesitate, and growth expectations fall short.

I work with founders and leadership teams to:

• define and claim a clear market category
• translate positioning into an enterprise GTM strategy
• build and activate consulting and technology partner ecosystems
• open doors to senior decision-makers in large enterprises

I typically support AI, SaaS and data infrastructure companies that are preparing for European expansion or scaling their enterprise go-to-market.

Roles I take on include Independent Board Member, Strategic Advisor or GTM Scaling Advisor.

Particularly interested in supporting AI and SaaS companies expanding across Europe or scaling internationally.